The South Korean chief negotiator: Balancing traditional values and contemporary business practices

Author First name, Last name, Institution

Yong Jin Song, University of Arkansas at Little Rock
Claudia L. Hale, Ohio University
Nagesh Rao, Zayed University

Document Type

Article

Source of Publication

International Journal of Cross Cultural Management

Publication Date

12-1-2005

Abstract

The focus of this article is on the role and approach of the South Korean chief negotiator in business negotiations. A total of 114 negotiators (87 survey participants and 27 interviewees) participated in this research. We compare the picture that emerged of the contemporary South Korean chief negotiator with the traditional teachings of Confucianism and the cultural values of Korea. Overall, the results of our analysis depict the chief negotiator as highly focused, adaptable, and articulate, and as being shaped more by the expectations of modern business practices than by traditional teachings and influences. The character traits of the chief negotiator, identified as primary for success, are the ability to articulate, be patient, and being bi-cultural. The role and power of the chief negotiator are also discussed. Copyright © 2005 Sage Publications.

DOI Link

10.1177/1470595805058413

ISSN

1470-5958

Publisher

SAGE Publications

Volume

5

Issue

3

First Page

313

Last Page

328

Disciplines

Business

Keywords

Business negotiation, Chief negotiator, Confucianism, South Korea

Scopus ID

61049125216

Recommended Citation

Song, Yong Jin; Hale, Claudia L.; and Rao, Nagesh, "The South Korean chief negotiator: Balancing traditional values and contemporary business practices" (2005). All Works. 3605.
https://zuscholars.zu.ac.ae/works/3605

Indexed in Scopus

yes

Open Access

no